Cata De Foronda | Roibos

Hotel Rate Leakage: How to Grow B2B Distribution Without Losing Control

Cata De Foronda — Thu, 27 Aug 2026 09:25:56 +0000

Expanding hotel distribution should create incremental demand. Yet when rates move through an opaque chain of intermediaries, greater reach can also introduce unintended discounting, public rate exposure, and lost revenue.

This is the contradiction at the heart of modern B2B hotel distribution: hotels need access to more markets and customer segments, but every additional layer can make it harder to know where inventory is being sold, under what conditions, and at what final price.

The scale of the problem deserves attention. Research published by Expedia Group in 2025, based on a survey of more than 2,000 hoteliers across eight markets, found that 98% of respondents had experienced revenue loss associated with rate misuse during the previous year. Respondents estimated that rate leakage had cost them an average of 6% of revenue.

The answer is not to abandon B2B distribution. It is to make growth more transparent, deliberate, and measurable.

01 What hotel rate leakage really means

Rate leakage occurs when a price intended for a particular partner, package, geographical market, or closed audience appears somewhere it was not supposed to be available.

For example, a hotel may provide a discounted rate for a tour operator’s package. If that rate is passed to another reseller and displayed publicly as a room-only offer, it can undercut the hotel’s direct website and other authorized partners.

Leakage can result from several causes:

A partner redistributes inventory outside the agreed channel.
A private or packaged rate is displayed publicly.
Restrictions are lost as rate data passes between systems.
Manual loading or mapping introduces an error.
Taxes, fees, meal plans, or cancellation terms are displayed inconsistently.
The hotel cannot see the full path between the original contract and the final seller.

Not every disparity is the result of deliberate misuse. Technical errors, outdated data, and differences in tax presentation can create apparently conflicting prices. That distinction matters: hotels need sufficient visibility to identify the actual cause before taking action.

02 More channels don’t mean better distribution

A large distribution footprint can look impressive, but channel count is a weak measure of performance.

The questions that matter are more commercial: Is the demand incremental? Does the partner reach a valuable market or customer segment? Is the net contribution attractive after discounts and costs? Can the hotel control where its rates appear? Can the relationship be adjusted quickly when performance or market conditions change?

A channel that generates bookings while undercutting the hotel’s direct offer may weaken conversion on the hotel website, create conflict with other partners, and reduce the value of future demand. Volume alone does not make a channel profitable.

Distribution should not be measured by how many channels a hotel can activate, but by how much profitable and incremental demand each relationship creates.

This is why hotels should treat B2B distribution as a portfolio. Each partner needs a defined purpose, target audience, rate structure, and set of rules. Connectivity can then support the strategy instead of becoming the strategy.

03 Transparency is a revenue capability

The traditional wholesale model often involves multiple handoffs between the hotel and the seller. Each handoff can obscure the origin, intended use, and final presentation of the rate.

Direct contracting creates a shorter and clearer commercial relationship. It allows hotels and distribution partners to agree on conditions directly, communicate more efficiently, and understand who is responsible when something goes wrong.

Technology adds a second layer of control. Real-time connectivity can reduce manual updates and keep rates, availability, and restrictions synchronized. A centralized dashboard can also make it easier to activate partners, adjust access, and review distribution according to the hotel’s strategy.

This is where Roibos fits into the picture. Its B2B marketplace is designed to connect hotels directly with distribution partners, without additional contracting intermediaries. Hotels can control partner access to rates and inventory, while connected systems exchange availability in real time.

Direct connectivity is not a magic guarantee against every disparity. Good governance, clear contracts, and active monitoring remain essential. However, a shorter and more visible distribution path gives commercial teams a much stronger starting point.

04 A practical rate-integrity framework

Hotels can improve control without restricting healthy distribution growth by applying five disciplines.

Give every rate a defined purpose. Specify whether the rate is intended for a package, geographical market, closed user group, campaign, or another segment. Document where it may and may not be sold.

Know the route to the customer. Ask partners whether they redistribute inventory, which affiliates or points of sale may access it, and how restrictions are preserved downstream.

Segment access instead of applying one rule to everyone. Partners should receive the products, markets, and availability that match their role. Broad, undifferentiated access creates unnecessary risk.

Monitor patterns, not only screenshots. Record the date, market, device, occupancy, tax treatment, and cancellation terms behind each disparity. A repeated pattern is more actionable than an isolated price comparison.

Measure net value. Evaluate contribution after discounts, acquisition costs, cancellations, operational work, and any effect on direct conversion. The cheapest booking source is not always the most profitable, and the highest-volume partner is not always the most valuable.

05 Controlled growth is still growth

Hotel distribution does not need to become smaller. It needs to become more intentional.

The best B2B partners help hotels reach travelers they could not efficiently acquire alone. The best technology makes those relationships faster to activate and easier to control. Together, clear commercial rules and real-time connectivity allow hotels to diversify demand without surrendering visibility.

Rate integrity should therefore be seen as a growth discipline, not simply a compliance exercise. When hotels know who is selling their inventory, why that partner has access, and how each relationship performs, they can expand with greater confidence and protect the profitability of every booking.

Ready to explore more transparent, connected B2B hotel distribution?

Request a demo

The post Hotel Rate Leakage: How to Grow B2B Distribution Without Losing Control first appeared on Roibos.

Odeon Tours and Roibos Forge Partnership to Transform Tour Distribution

Cata De Foronda — Wed, 14 Aug 2024 09:32:13 +0000

March 2024 – ODEON Tours, one of the subsidiary of Coral Travel Group and a globally respected #TourPlatform, is pleased to announce its collaboration with Roibos , an innovative platform that is revolutionizing #HotelDistribution. This partnership aims to give #TourOperators the opportunity to collaborate on exclusive offers through #OdeonTours and develop their direct contracts through the #Roibos platform. The integration of Odeon Tours into the Roibos ecosystem is set to be a fruitful alliance for the coming year.

Anna Igual Llobet, CDO (Chief Distribution Officer) at Roibos, shared, “We are thrilled to welcome Odeon Tours aboard and anticipate a successful partnership that will drive innovation in #hotel distribution. The integration of Odeon Tours will foster closer collaboration to enhance their direct contracts, ultimately boosting sales. This alliance represents a significant leap forward in the evolution of the #TourismIndustry, and we are committed to delivering an unparalleled experience.”

Odeon Tours, one of the subsidiary of Coral Travel Group, is one of the major players in the #tourism sector and is known for its first-class services in many countries. Offering inbound services and expanding its destinations, the company has a track record of achieving quality standards and certifications. Focusing on more than 15 countries, the latest partnership with Roibos is a significant move that underlines Odeon Tours‘ commitment to excellence and reshaping the tourism industry through strategic partnerships.

About Roibos

Roibos is the marketplace that is innovating hotel distribution. Roibos´ technology directly connects hotels and distribution partners from around the world, eliminating intermediaries. It streamlines the direct contracting process, boosts sales, and avoids the constraints and margin reductions imposed by intermediaries.

For more information, please visit our website at www.roibos.com

About Odeon Tours

Odeon Tours is one of the pioneers of Turkish tourism. Founded in 1992, ODEON is the founding subsidiary of the Coral Travel Group. It has companies providing destination services in Türkiye, Egypt, Thailand, Tunisia, UAE, Spain, Greece, and Vietnam. Odeon Tours holds ISO 9001 QMS, ISO 45001 Occupational Health and Safety Management System, ISO 14001 Environmental Management System, ISO 10002 Customer Satisfaction Management System, ISO 39001 Road Traffic Safety Management System certificates.

Centralised management of all processes ensures and maintains the highest quality standards in all destinations. ODEON Tours provides destination services to both Group and non-Group tour operators in Türkiye, Spain, Greece, Egypt, UAE, Tunisia, Thailand, and Vietnam.

The company has room agreements with more than 7,000 hotels in 90 destinations and 40 countries, which are then offered for sale to these tour operators.

It carries out the necessary work, maintains centralised management and carries out the necessary audits to provide customers with the best products and services in destinations.

The post Odeon Tours and Roibos Forge Partnership to Transform Tour Distribution first appeared on Roibos.

Paximum and Roibos Announce Strategic Alliance to Revolutionize Hotel Distribution

Cata De Foronda — Thu, 01 Aug 2024 14:53:13 +0000

Paximum , a leading global B2B Marketplace based in Turkey and part of the SAN TSG Group, is pleased to announce its collaboration with Roibos , the innovative Marketplace that is transforming hotel distribution. This partnership aims to provide hoteliers with the opportunity to collaborate on special deals with Paximum and boost their direct contracting through the Roibos platform. Paximum’s integration into the Roibos ecosystem, is poised to be a fruitful alliance for the upcoming year.

Mustafa Türk , the General Manager of Paximum, expressed enthusiasm about the strategic collaboration, stating, “We are pleased to join forces with Roibos, a forward-thinking B2B marketplace, to establish a comprehensive network within the industry. Through this strategic partnership, our goal is to offer our business partners an advanced network by providing diverse accommodation options and implementing a transparent distribution system. ”

Anna Igual l, CDO (Chief Distribution Officer) at Roibos, shared, “We are thrilled to welcome Paximum onboard and anticipate a successful partnership that will drive innovation in hotel distribution. The integration of Paximum, utilizing our Wallet solution for payments, will not only streamline payment processes but also enable closer collaboration to enhance their direct contracting and boost sales. We are committed to delivering an unparalleled experience, and this alliance represents a significant step forward in the evolution of the hotel industry.”

With this partnership, Paximum and Roibos aim to redefine the way hotel distribution operates, providing enhanced value and opportunities for hoteliers in the dynamic landscape of the hospitality industry.

About Roibos

Roibos is the Marketplace that is Innovating Hotel Distribution. Roibos´ technology directly connects Hotels and Distribution Partners from around the world, eliminating intermediaries. It streamlines the direct contracting process, boosts sales, and avoids the constraints and margin reductions imposed by intermediaries.

For more information, please visit our website at www.roibos.com.

About Paximum

Paximum operates globally as a B2B accommodation wholesaler and marketplace, working with 90+ global bed banks and 200+ DMCs as a subsidiary of SAN Tourism Software Group which has been in the industry since 1992. Paximum offers a vast portfolio of more than 1 million hotels worldwide, catering to the diverse needs of OTAs, wholesalers, tour operators, and retail agents. 6K of the content consists of static contracts, all nationality based.

For more information, please visit our website at www.paximum.com

The post Paximum and Roibos Announce Strategic Alliance to Revolutionize Hotel Distribution first appeared on Roibos.

Nites Announces Alliance with Roibos to Transform the Tourism Industry

Cata De Foronda — Thu, 01 Aug 2024 14:32:27 +0000

Febrary, 2024 –

Nites, a leading tourism wholesaler, is pleased to announce its recent connection to Roibos, marking the beginning of an alliance that promises to revolutionize the tourism industry. Nites has selected the Roibos Wallet solution as its preferred payment method, thus consolidating a partnership expected to bring significant benefits to both the company and its clients, enhancing direct contracting and increasing sales.

Roibos, the innovative marketplace transforming hotel distribution, is proud to welcome Nites to its ecosystem, allowing them to fully leverage the advantages of direct connectivity with hotels and other tourism service providers, without intermediaries.

Martín Cornejo, Director of Nites, comments, “I am extremely pleased with this new strategic alliance with Roibos. This collaboration not only represents a significant milestone in our journey but also allows us to expand our direct hotel offerings, providing our clients with greater online inventory availability and access to more competitive rates. We are committed to staying at the forefront of the industry, and this partnership empowers us to continue on that path.”

Anna Igual Llobet, CDO (Chief Distribution Officer) of Roibos, states, “The incorporation of Nites represents a significant milestone in our mission to transform the tourism industry. Nites’ vision of energizing the tourism business resonates with our own philosophy of providing innovative solutions focused on the tourism industry. We are excited to closely collaborate with Nites to offer a tourism distribution platform that will elevate their direct contracting with hotels worldwide.”

With this strategic partnership, Nites and Roibos are ready to lead the transformation in the tourism industry, providing efficient solutions and exceptional experiences for travelers worldwide.

About Roibos: Roibos is the Marketplace that is Innovating Hotel Distribution. Roibos technology connects hotels and distribution partners worldwide directly, without intermediaries. It streamlines the direct contracting process, boosts sales, and avoids the restrictions and margin reductions established by intermediaries. For more information, please contact us at marketing@roibos.com or visit www.roibos.com.

About Nites: Nites is a B2B booking center exclusive to tourism professionals, focused on energizing and adding value to every stage of the tourism service booking process. Our powerful and user-friendly booking engine is specifically designed to simplify the work of tourism professionals. We offer a wide global portfolio with immediate availability, ensuring our partners quick access to quality tourism services worldwide. For more information, contact us at comercial@nites.travel or visit www.nitestravel.com.

The post Nites Announces Alliance with Roibos to Transform the Tourism Industry first appeared on Roibos.

Welcome to The First Edition of 2024!

Cata De Foronda — Thu, 01 Aug 2024 13:54:48 +0000

January, 2024 – We’re thrilled to bring you #ItsRoibosTime January’s issue, your central hub for staying informed and engaged with the latest updates from #Roibos.

🌟 Launching Our Brand-New Website at www.roibos.com! 🏨✨

We’re thrilled to unveil our updated look, marking a significant leap in Innovating Hotel Distribution. Explore seamless connectivity between hotels and distribution partners. Visit www.roibos.com to experience the future of hotel distribution!

New look and feel of our brand!

Newest Distribution Partners 🤝

In January 2024, we’re thrilled to announce new distribution partners joining the Roibos family. These collaborations strengthen our network and create exciting opportunities for direct contracting.

Highlight Hotels Registered 💻

In January 2024, we’re delighted to welcome more than 500 new hotels, here some prestigious hotels added to our portfolio. Grateful for the trust in Roibos, we’re excited to deliver exceptional experiences in these exclusive locations.

Past Events 🙌

Our participation in these international fairs has been a resounding success, where we connected with partners, friends, and collaborators.

HEDNA #NewOrleans

FITUR #Madrid We’re excited to share our #recap of #FITUR2024. This edition has been truly intense and gratifying. From #Roibos, we extend heartfelt thanks to all our present and future #partners, #collaborators, and #friends who have accompanied us during the journey! ✨

Upcoming Events 🌏

Gear up to meet us at the following events in February 2024!

EMITT – East Mediterranean International Tourism and Travel Exhibition 📅 February 6th to 9th📍 Tuyap, Turkey

VITRINA TURÍSTICA – ANATO: https://lnkd.in/gS2m-Eu 📅 February 28th to March 1st📍 Bogotá, Colombia

BTL – Bolsa de Turismo de Lisboa📅 February 28th to March 3rd📍 Lisbon, Portugal

We look forward to engaging and connecting with partners and friends at these significant events. Join us; we hope to see you there!

Team Expansion 🚀

Roibos is growing, and we’re on the lookout for talent to join our team! If you’re ready to be part of an innovative company, or you know someone who might be interested, check out the job descriptions and postulate:

👨💻 BackEnd Programmer

📢 Customer Success Executive

It’s Roibos Time!

Visit www.roibos.com

The post Welcome to The First Edition of 2024! first appeared on Roibos.

Introducing Roibos Wallet, our new payment method.

Cata De Foronda — Thu, 01 Aug 2024 13:51:40 +0000

June, 2023 –

Roibos Wallet presents an advantageous solution, particularly for those who do not have a Virtual Credit Card. Our fully automated system handles the payment process on your behalf. It is safe, easy, and provides centralized invoicing, with total control via notifications as well as on your dashboard.

Key Benefits of Roibos Wallet:

Improved Cash Flow: By utilizing Roibos Wallet, you gain the ability to manage your finances more effectively, facilitating a seamless flow of funds within your organization.
Automated Payment Procedures: Roibos Wallet simplifies your transactions.
Integrated within the booking flow: Our wallet integrates into your existing booking flow.
Cost-Effective Solution: Roibos Wallet presents an affordable alternative to Virtual Credit Cards, with charges that are significantly lower than the average.

Roibos Wallet puts you in control. Enjoy the benefits of centralized invoicing and stay informed through notifications and your personalized dashboard. Through our payment solution, you can make informed decisions and optimize your financial management.

For more information or to get started with Roibos Wallet, please reach out to our dedicated support team: sales@roibos.com

The post Introducing Roibos Wallet, our new payment method. first appeared on Roibos.

How Roibos streamlines the contracting process? See our client testimonials.

Cata De Foronda — Thu, 01 Aug 2024 11:03:11 +0000

April 2023 – At Roibos, we understand the challenges that Hotels and Travel Operators face when it comes to contracting processes and B2B distribution. That’s why Roibos B2B Markretplacehelps to streamline contracting processes and accelerates the onboarding with the channel managers at the same time.

But don’t just take our word for it. Here’s what our clients have to say about our services:

“Roibos connects us to the independent Hotelswhich, everybody in the travel industry knows, is very hard. Thanks to them, we could acces very good rates in Europe and US. It helps us accelerate direct contracting.”

Bas Lemmens, HotelPlanner.com

” Roibos has provided to Dida Global coverage and allowed to save time to our contracting team withno need on fisical contracts and mapping. It is a great benefit to Dida.”

Nicky Ussamarn DidaTravel

“We are seeing good pickup, and we even see unique hotels that we didn´t have before.”

Felix Shpilman, Emerging Travel Group

At Roibos, we’re committed to providing our Clients and Partners with the best possible solutions to their contracting process needs. We’re thrilled to hear such positive feedback from our clients and are grateful for their trust and support. If you’re looking to streamline your contracting processes, we’re here to help. Contact us today to learn more about our services: contact us.

Clients Testimonials:

The post How Roibos streamlines the contracting process? See our client testimonials. first appeared on Roibos.

Odeon Tours and Roibos Forge Partnership to Transform Tour Distribution

Cata De Foronda — Tue, 09 Jul 2024 09:44:47 +0000

About Roibos

For more information, please visit our website at www.roibos.com

About Odeon Tours

The company has room agreements with more than 7,000 hotels in 90 destinations and 40 countries, which are then offered for sale to these tour operators.

It carries out the necessary work, maintains centralised management and carries out the necessary audits to provide customers with the best products and services in destinations.

The post Odeon Tours and Roibos Forge Partnership to Transform Tour Distribution first appeared on Roibos.

Your Prague Hotels partners with Roibos to Streamline Distribution Strategy

Cata De Foronda — Tue, 09 Jul 2024 09:40:41 +0000

Your Prague Hotels, the celebrated chain of private 4* and 5* star hotels located in the heart of Prague, is thrilled to announce a strategic collaboration with Roibos , the pioneering platform known for streamlining global intermediary connections in the hospitality sector. This collaboration aims to reduce operational costs, and significantly boost reservations and revenue.

Your Prague Hotels offers an exquisite array of Italian-style luxury accommodations, coupled with unmatched services like daily breakfast, complimentary airport shuttles, and free guided tours of Prague. With its prime locations and top-tier amenities, the chain is a preferred choice for travellers seeking a premium experience.

The partnership with Roibos introduces a powerful synergy between high-standard hospitality and cutting-edge technology. Roibos’s platform facilitates swift and efficient connections with Distribution Partners worldwide, enabling Your Prague Hotels ue Hotels to expand their market reach and streamline booking processes. This efficiency not only reduces costs but also increases their revenue.

This strategic collaboration aligns with the goals of both Your Prague Hotels and Roibos, emphasizing efficiency, reduced operational expenses, and enhanced revenue opportunities This partnership represents a significant advancement in the way hospitality businesses utilize technology to adapt to the demands of a rapidly evolving and interconnected world.

About Your Prague Hotels

Your Prague Hotels stands as a premier private hotel chain, boasting an exclusive collection of 4* and 5* accommodations. Each property is crafted in elegant Italian style and nestled in the vibrant center of Prague, offering guests unparalleled access to the city’s rich history and cultural landmarks.

For more information, please visit: https://www.yourpraguehotels.com/en/ | Media Inquiries: info@yourpraguehotels.com

About Roibos

Roibos is a B2B marketplace platform connecting hotels and distribution partners worldwide. The platform simplifies daily operations, allowing clients to bypass intermediaries, reduce time to market, and increase sales and profitability. Roibos focuses on agility, transparency, and a technological platform to empower hoteliers’ distribution.

For more information, please visit:https://roibos.com/ | LinkedIn | Media Inquiries: marketing@roibos.com

The post Your Prague Hotels partners with Roibos to Streamline Distribution Strategy first appeared on Roibos.

Strategic Partnership: Roibos and HotelPlanner

Cata De Foronda — Tue, 22 Nov 2022 10:45:55 +0000

November 2022 – HotelPlanner, a global travel technology platform and hotel booking engine, today announced a new service agreement with Roibos, one of the fastest-growing B2B hotel inventory marketplaces globally. HotelPlanner will deploy Roibos distribution channels to expand its hotel room offerings globally while improving real-time inventory efficiency.

“In today’s complex and fragmented hospitality market,

we are always looking to improve efficiency and connectivity in the global marketplace of selling hotel room nights,”

says Bas Lemmens, EMEA President, HotelPlanner. “Parnering with Roibos will help us to offer the best inventory at the best rates – at the speed of now. We look forward to expanding this partnership in the coming years.”

“The direct connection between HotelPlanner and Roibos will help Hotelplanner accelerate the go-to-market on direct contracting, as

Roibos is the most cost-efficient way to grow direct hotel contracts.”

says Anna Igual, Chief Distribution Officer, Roibos. “Accompanying HotelPlanner on its worldwide expansion is the perfect way to expand our reach. It’s a win-win! We look forward to being an integral part of their growth strategy moving forward.”

About Roibos:

Roibos is a B2B hotel distribution marketplace where hoteliers and travel operators can connect directly, without intermediaries. This new generation platform helps to improve sales, margins, and distribution, while removing inefficient contracting and complex integrations that reduce profit margins on both ends.

Roibos has developed an exclusive Technology Platform (100% in house development), eliminating many traditional inefficiencies, and focusing on what is important to our clients.

Roibos vision is to become the most relevant global marketplace for hoteliers and travel operators through reinforcing these three pillars: “Innovation, Control and Profitability.”

About HotelPlanner:

HotelPlanner is a leading travel technology company that combines proprietary artificial intelligence and a 24/7 gig economy-based reservations and customer service network, to quickly and seamlessly serve all traveller hotel & accommodation needs from a single platform.

HotelPlanner is one of the world’s top providers of individual, group and corporate travel bookings, specializing in unique “Closed User Group” discount rates. Founded in 2003, HotelPlanner has enduring partnerships with the world’s largest Online Travel Agencies, well-known hotel chains, individual hotels, online wedding providers, ancillary lodging providers, corporations, sports franchises, universities and government agencies.

The post Strategic Partnership: Roibos and HotelPlanner first appeared on Roibos.